Franklin J. Carter

Introduction

Franklin Carter is the William A. Donan Clinical Professor of Marketing at PennsylvaniaStateUniversity. He is also the faculty advisor to the Penn State Marketing Association. Prior to his appointment at PennState he was the James T. Kane Faculty Fellow and Assistant Professor of Marketing at LehighUniversity, Assistant Professor of Pharmaceutical Marketing at SaintJosephsUniversity and Assistant Professor of Marketing at University of Illinois. He received his doctorate and MS degrees in marketing science as well as BS in management science from Carnegie-MellonUniversity. He also received an MBA degree from the Wharton school, University of Pennsylvania. In addition, his work experience includes General partner for The Quaestus Group, Regional sales manager for Carnation Nutritional Products, Group product manager for IMS America, District sales manager for Princeton Pharmaceuticals, Manager of Product Planning and Research and Product Manager for Pfizer Pharmaceuticals and Industrial engineer for U.S. Steel corporation. His primary areas of research include Pharmaceutical Marketing, business-to-business marketing, sales force management, and diffusion of innovation. His research has been published in the Journal of Marketing, the Journal of Personal Selling and Sales Management, AMA Proceedings,Information and Management: An International Journal of Information Technology and the Journal of Healthcare Management

Current Research

His current research includes:

Improving the Productivity of the Salesforce: Development of a Call Attractiveness Model for the pharmaceutical industry;